Seeking a highly-dynamic, customer driven individual to joins its growing Service Assurance team. Reporting to the Division Vice-President, as a Business Analyst, you will be a member of the product line management organization, working very closely with the product and sales organizations on key business initiatives.
The Business Analyst will be responsible for several key aspects of the our commercial strategy, including coordination of larger commercial proposals (RFIs, RFPs, RFQs, etc.) and analysis of all commercial aspects of the proposal process, including revenue impact, cost and margin estimates, benchmarking and commercial input for contracts.
More specifically, your duties will consist of the following tasks:
Review of customer proposals
Provide guidance to sales teams on the appropriate commercial strategies (pricing, T&C’s) that ensure competitive advantage while maintaining integrity of the pricing and T&C guidelines.
Read, analyze and contribute to responding to customer Requests for Proposal (RFP).
Support regional sales teams in delivering a high quality and timely response to RFP’s, through coordination of inputs and resources from PLM, Customer Service, Legal and other teams, as required.
Working closely with the sales team to gain an appropriate understanding of the sales strategy, ensures that the response clearly conveys the proper business perspective and content emphasis.
Work closely with product management, customer services and Marketing teams to remain current with the latest product and service capabilities and the best means for describing them in accurate and compelling terms.
Tasks include writing, integrating contributions of others, assigning tasks, managing review meetings, ensuring that all of our responses continue to be viewed as the highest quality among our competitors.
As proposal manager, you will also be responsible for developing and maintaining a library of content that is reusable across responses, and which may also serve as a basis for other marketing materials.
Provide an ‘independent and objective’ analysis of the proposals with exceptional T&C’s and pricing in support of sound business decision-making for senior management (VP & CFO), including margin analysis, competitive positioning etc.
Ensure approvals of exceptional T&C’s, and/or discounts follow the process established.
Quarterly Bookings/Billings/Revenue Forecasting:
Business analysis to help project future bookings and revenues on a quarterly basis. Basis is past, historical business performance, review of order backlog (including support), understanding of customer T&C’s. Monitor changes and update proactively.
T&C: establish standard policy for all T&C’s, in line with overall policies.
Maintain North American and International price lists up-to-date at all times. Maintain discount approvals matrix up-to-date at all times. Ensure they are well communicated with the sales force.
Ensure price lists, quote forms, standard NDA, POC templates and other such documents are well communicated with the sales force, via web or other means of communication.
Commercial T&C and Pricing database to be maintained at all times to enable analysis of commercial and pricing evolution over time, margin analysis, price erosion, MFN comparisons among customers with comparable purchasing behaviours.
Return-on-Investment (ROI) development
Working closely with the business unit marketing and sales teams, you will develop ROI models to help promote the value of our solutions to end customers.
Academic and Professional Requirements
Excellent oral and written communication skills including the ability to prepare and deliver professional documents and presentations to all levels of an organization.
Enthusiastic and self-motivated
Self starter and able to interact with people at all levels
Autonomous, well organized, and results-oriented
Strong analytical skills, financial/commercial background desirable.
Bachelor of Accounting/Finance required; MBA is an asset.
At least 5 years of experience in a similar role.
Experience in the telecommunications/IT industry, within a similar role, considered an asset.
English required (spoken and written)
Authorization to work in US (required if US based only)
If interested, contact me direct.